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PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
PBS - Primo Bonacina Services Introducing the
Digital, Actionable, Measurable
consultancy firm
updated: May 24th, 2018
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
• Who we are
• Why we exist (i.e. your challenges)
• What we can do for you
• What we achieved and was appreciated by you
• Where we want to go, together with you
Agenda
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Do you feel any of these challenges?
• Not enough revenue, growth
• Not many (new) customers
• Not enough visibility on the market: they don’t talk about us
• Lead generation and qualification are challenging
• We need new sales leads
• We don’t enjoy a relationship with some key players
• Difficult and time-consuming to launch new initiatives
• Our products and solutions are not channel-ready
• We need to understand which are the right sales channels and their potential
• We need more loyal and productive channels
• Our brand is unattractive, we don’t convey our message at best
• Marketing activities cost too much, take much time, do not execute well, do not measure well, do not lead to business
• Our web/social/e-commerce presence is unattractive, difficult to maintain, outdated
• The press doesn’t talk about us
• We are not “social” enough and we don’t have the time and skills to make it happen
• We need to translate video and other docs, quickly, effectively, worry-free
• We need to hire people, quickly, inexpensively, the right ones!
• Our organization could become much more productive
• Need flexibility and support in our daily operations
• Not enough time to do everything that is needed!
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
A long-standing
protagonist in the IT & Digital
sectors
Managed BUs, companies,
regional organizations: sales, channels,
marketing, services, support
teams
Top roles at Magirus (now part of Tech Data), Acer,
Microsoft, Tech Data, Anixter,
3Com
Broad international experience:
Italy, Southern Europe (Paris), EMEA (London)
Columnist, blogger, speaker,
passionate about IT and
Digital
Successful in large
international organizations,
local companies and own
consultancy firm (2014)
Primo Bonacina, founder and Managing Partner of PBS
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
PBS in 4 simple concepts
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Enterprises that want to expand, improve, make more flexible their business
Sales, business development, channels, end-
user touch
Lead generation & qualification,
new channels/ sectors/end-customers, e-
commerce
Marketing, PR, visibility,
international impact,
languages Visibility,
image, social & online
presence, SEO, AdWords,
brand recognition
Supporting companies in recruiting the right people at the right time
& cost
Organization, people, process, project
effectiveness
Who are our customers
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Operational consultancy: the virtuous circle of making things happen!
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
PBS Motto
Digital IT and Digital markets
Addressing digital enterprises
Specialized in Digital Innovation
Actionable Experience and credibility
Well-established network
Ready to run and to contribute
No set-up time needed
Measurable Assignment-specific quotations
Upfront-defined Metrics/KPIs
No risk
NO time & material: fees charged upon delivery
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
1. Sales Development
2. Management Consulting
3. Market, Technology,
Vendor Partnerships
4. Keynote & Events
5. Web & Social Media
6. Marketing
7. HR & Operations
7-area service portfolio (www.primobonacina.com/services)
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
We help you exercise your Digital Muscles Digital Media Presence - Digital Recruiting - Digital Advertising - Digital Events - Digital Marketing - Digital Commerce - Digital Identity
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
•Territory coverage for emerging vendors
•Key Account Management
•Channel management and development
•Channel Readiness
•Channel Mapping
•Signing up new channels
•Launch of new products, solutions, initiatives
•Database Profiling
•Lead generation
•Lead qualification
•Customer surveys
•Sales Forecasting
1. Sales Development
• Company assessment & improvement
• Management & operational consultancy
• Temporary/Part-time Management
• Business Planning
• Support to mergers and acquisitions
2. Management Consulting
• Market, Technology, Vendor scouting & partnering
• Product Management
3. Technology
•Talent Hunting
•Coaching
•People assessment
•CV rewriting
• Incentive plans
•Training: Social Recruiting
•Training: B2B Sales
•Training: Presentation Skills
•Training: Social Media
•Training: Media Relations
•Organization and change management
•Project Management
•Purchasing negotiations
7. HR & Operations
Service Portfolio #1: Sales, Management, Technology, HR & Operations
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
• Keynote speaking & Chairmanship
• Opinion columns and ghost writing
• Event organization
• Leading people to key events
• Apps and sites for events
4. Keynote & Events
• Web site design
• E-commerce sites
• Online Product Catalogs
• Community Sites
• SEO check-up
• Online advertising
• Social Media management
• E-mail newsletters
• Infographics
• Blogging & Storytelling
5. Web & Social Media
• Marketing check-up
• Marketing strategy and execution
• Press Relations
• Brand & sentiment analysis
• Success Stories
• Language services
• Company visuals
• Naming & Taglines
• Presentation materials
• Writing eBooks
• Video production
• Communication via toons
6. Marketing
Service Portfolio #2: Events, Online, Marketing
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Our top-selling service (Social Marketing applied to Recruiting): Your recruiting needs solved in 12 days. Guaranteed!
Your recruiting needs
Social marketing activities for a
maximum of 12 working days
A set of «dossiers» of relevant people willing to be hired by you! Or your money back!
Social Marketing
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Keynote Speaker & Chairman (www.primobonacina.com/events): focus on Innovation
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
How to take benefit of PBS: some more ideas
Start-up of products and initiatives • Choose the product or solution you
want to launch
• We will sharply present it to our network of end-customers and channels via dedicated mailers, social/web posts, press articles, lead generation activities, webinars and other events
• 1:1 contacts and meetings: tightly-defined follow-up process to secure maximum returns
Expand your solution to new channels • Reseller segmentation and profiling by
market, competence, geography
• Preparation and assessment of launch materials
• Mailing to focus channels
• 1:1 contacts and meetings: tightly-defined follow-up process to secure maximum returns
Identify, sign, start up the best channel partners •Channels’ segmentation and portfolio analysis
•Preparation and assessment of launch materials
•Dedicated mailers
•1:1 contacts and meetings
•Screening of most fitting candidates
•Preparation of tailored business plans and agreements
•Initiation of sales and marketing activities
Enjoy a fresh, appealing, profitable web and online presence
•The online image of your company is so crucial. Modern companies must have a crisp, clear, appealing web appearance. They must tell a compelling story to their online audience.
•We bring online appealing web, blog, e-commerce sites for your company
•We will perform with great autonomy (including copywriting) and we will deliver you a full web site in a matter of weeks, including e-commerce and online marketing automation!
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
How to take benefit of PBS: some more ideas
Company assessment: identify improvement areas and define a path towards success
•Embedding with your company and working with management, employees, partners, other stakeholders
•Deliverable: a detailed package of analysis and suggestions (the insider/outsider view) to be discussed in a board meeting
•All hints will be realistic and implementable in a phased approach, with appropriate and timely resources, support plans, checkpoints
Enjoy measurable, focused Press Relations and Market Development activities •Creation of interviews, press releases, press events, success stories, testimonials
•Copywriting: checking and producing releases, collaterals and presentation materials
•Delivering of press releases to focused distribution lists, even at regional and sector level
•Blogging and online visibility
•Press presence and campaign monitoring
•Qualitative/quantitative measurement
Effectively interact with social audiences
• Post the right messages with the right tone on a continuous basis
• Target, then grow your audience
• Interact with your audience
• Transform conversations into leads, preference, respect
• Measure visibility and interaction levels
• On most major social platforms
Google Adwords: we will manage your advertising presence •Defining budgets, target, demographics, success factors
•Building minisites and landing pages, advertisements, campaigns, keywords/stopwords, and perform advertising for you
•Regularly measuring and fine-tuning the initiative: continuous review of keywords and stopwords, cost-per-click (CPC) and budget by campaign, Dashboard-based reporting
•Fixed, all inclusive cost
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Business Summary 2014
Founded
100% Digital Consultancy
12 Countries of business
120 Customers
€254k 2017 revenue
€750k Revenue since foundation
500 Total Transactions
1.2M WWW site ranking (top 0.1%)
128 Recruited People (Social marketing)
15 Managed companies (Social Media)
15 Managed brands/customers (AdWords)
70 Events (keynote, chairman, promoter)
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Business progression
€10k €22k €25k €254k €260k €270k
8
27
40
56 57
60
0
10
20
30
40
50
60
70
€0k
€25k
€50k
€75k
€100k
€125k
€150k
€175k
€200k
€225k
€250k
€275k
2014 H2 2015 2016 2017 2018 (forecast) 2019 (plan)
Revenue
# of Active Customers
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Customers in 12 countries (www.primobonacina.com/customers)
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Some of our customers, #1 (www.primobonacina.com/customers)
Cloud Players Publishing, Events, OnlineIT Distributors Marketing, PR, Business DevelopmentIT Vendors
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Some of our customers, #2 (www.primobonacina.com/customers)
Consultancy Software FactoriesManufacturingFinance,
Chemical, Energy, BeautyNo Profit, OtherIT VARs, System Integrators, Resellers
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
They had a word of appreciation for what we did for them (www.primobonacina.com/appreciations)
Alessandro
Barbesta, Sales
Manager Italy,
Acer
Loretta Bruno,
former Sales
Manager Italy,
Avira
Samanta
Fumagalli,
Communication
Consultant,
Competition SRL
Gianluigi
Torchiani,
Journalist,
Digital4
Diego Sampaoli,
CEO, fastERA
Alessandro
Faticoni,
Business Unit
Manager,
Faticoni SPA
Gianluca Russo,
Commercial
Marketing
Manager,
Lenovo Italia
Chiara Izzi, Sales
& Marketing
Manager,
Personal Data
(gruppo Project)
Vadim
Comanescu,
CEO, Syneto
Renato Cosenza,
Datech Manager
Italy, Tech Data
Paolo Marsella,
CEO, Aditinet
Riccardo
Maffiuletti,
Managing
Director, Azimut
Capital
Management
SGR Area 4
Alberto Fenini,
Owner, Consys.it
Alessandro
Greco, CEO,
EasyCloud.it
Valentina
Pizzato, former
Business Unit
Manager,
fastERA.center
Roberto
Faticoni, CEO,
Faticoni SPA
Cristina
Locatelli, Sales
Director,
Locatelli SNC
Paolo Strina,
President at
Maximal and
Ideificio, Board
Member at
Phloema
Corina Marcuti,
Online
Marketing
Specialist, Syneto
Antonella
Baldassarre,
Marketing
Communications
Manager Italy,
Tech Data
Fausta Pavesio,
Entrepreneur,
Business Angel,
Advisor for
Appian
Corporation
Giampaolo
Bombo, CEO, BB
Tech Group
Stefano Fanfani,
former Country
Manager Italy,
Datapoint
Europe (now
part of Sabio)
Roberto Bonino,
CEO, Ediformat
Federica
Danesin, former
Marketing
Manager,
fastERA
Pieter Ickx, CEO,
Gopib
Matteo Ranzi,
CEO, Mille Ottani
Angelo Santi
Spina, Managing
Partner,
Proserpina
Business Service
Dragos Chioran,
VP Marketing,
Syneto
Giancarlo
Gervasoni, CEO,
ZeroUno
Informatica
Risto Thuren,
former General
Manager, AST
Modular Power
Quality Solutions
Giorgio Propersi,
General
Manager
International
Business,
Cloudian
Valentina Gilli,
HR Director,
DedaGroup ICT
Network
Cristina
Ciambellini,
Marketing
Operations
Manager, EDSlan
(Esprinet group)
Vittorio Faticoni,
President,
Faticoni SPA
Sergio Blengini,
President
Guido
Simonetti,
former CEO,
NetArtis Group
Alessandro
Gatti, CBO &
Board Member,
Sinthera
Monica
Bernabei,
Marketing
Manager,
TechData
Advanced
Solutions
Thomas Ferrari,
Sales Director,
ZeroUno
Informatica
Lorenzo
Zanotto, Sales
Manager, Attiva
Distribution
Simone
Morellato,
former Director
of Solutions
Marketing,
Cloudian
Heidi Iuliano,
Web & Social
Strategist at
Digital and Co.
Tommaso
Dagoni, Sales
Account, Itway
VAD (now
Esprinet Group)
Mauro Faticoni,
Business Unit
Manager,
Faticoni SPA
Mattia Blengini,
CEO, Informatica
System
JJ Miceli Demajo,
General
Manager,
Newtech Malta
Ruggero Vota,
Manager of IT
Publications,
SOIEL
Jo Matcham,
EMEA PR &
Comms
Manager, Avnet
Technology
Solutions (now
Tech Data EMEA)
Carlo Piazza,
Board Member,
ZeroUno
Informatica
Antonio
Pusceddu, Sales
Manager, F-
Secure Italy
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
18-month vision
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Summary: 12 great reasons for choosing PBS • Just the IT, Digital,
B2B markets
• Careful understanding of customers’ needs
• Specialization to provide fast and ready-to-run execution, measurable value
1. Specialized
•Several IT and Digital areas and technologies
•Wide set of services: sales, marketing, channels, technical, organization, HR, operations
•From strategy to execution
•Network of certified associates
2. Comprehensive
• Experience and credibility in the IT and Digital markets
• Connections and associates
• Minimal set-up needs
• Seniority
• Consistency
3. Ready-to-run
• Easy to define, quantify, activate, measure, stop, extend
• Any assignment can be defined in time and scope
• No lock-in
4. Time-centric
• Covering Italy and EMEA
• Expertise in working across territories and with global companies
5. International
• Proven enterprise culture and approach: not just yet another consultant
• Ready for teaming and working with your staff
• Passion! 6. Hands-on
• Proactive approach: we will put our face on your initiative
• Presence in front of customers, channels, media
• Blog + social activities
7. Visible
• Pick what you need and where you trust we can add value
• Agile, customizable approach: you focus on core competencies and outsource as appropriate
• Careful listening, no pre-cooked recipes
8. Flexible
• We won’t pick assignments where we don’t believe we can add value
• All gathered information will be kept confidential (NDA)
9. Reliable
• Bureaucracy-free: a recap MOU will be enough to us
• Transparent, all-inclusive, detailed, action-oriented approach
10. Easy to partner with
• Sharing your risk and success: initiatives have jointly-defined target metrics, KPIs
• 4 years of continuous growth
11. Safe & Measurable
•Cost-contained
•Reduced entry point: retainer + result-based success fee
•All costs included, unless explicitly agreed: no hidden charges, no overheads
•No per-day charges: just pay for the delivered project
12. Affordable
PBS – Primo Bonacina Services: the Digital, Actionable, Measurable consultancy firm www.primobonacina.com
Affordable cost, measurable value, no risk; Connect with us to improve your agility!